Developing Differentiated Negotiation Strategies

Dave HenshallNegotiationLeave a Comment

Buyers must go beyond one trick negotiation strategies: Developing Differentiated Negotiation Strategies With much talk of buyers negotiating aggressively, we explain how buyers can adopt appropriate negotiating behavior, by developing differentiated negotiation strategies. When reading articles such as this one in Forbes, you would think that buyers don’t have the knowledge or the tools to negotiate more strategically. But what … Read More

Are Procurement Professionals Negotiating 'Too Aggressively'?

Dave HenshallNegotiationLeave a Comment

Are Procurement Professionals Negotiating Too Aggressively? In a post over on our Linkedin Group Jeffrey Friend posted a link to a Forbes article raising the question – Are Procurement Professionals Negotiating Too Aggressively? The article contained many embedded articles within it, making the subject matter very broad and complex. We provide our analysis and insight below: The Forbes article is … Read More

The Corporation as a Negotiating Entity: Back door Selling

Dave HenshallNegotiation

Part 3 The Corporation as a Negotiating Entity: Back door Selling The Corporation as a Negotiating Entity: Back door Selling – The last in a three part guide for CEO’s, CFO’s and purchasing leaders on developing a corporate level capability to negotiate Part #3: “Dealing with Back door Selling” What’s in it for you? Ensure your company is organized and … Read More

The Corporation as a Negotiating Entity: The Negotiation Tool Kit

Dave HenshallNegotiation

Part 2 The Corporation as a Negotiating Entity: The Negotiation Tool Kit The Corporation as a Negotiating Entity: The Negotiation Tool Kit – The second in a three part guide for CEO’s, CFO’s and purchasing leaders on developing a corporate level capability to negotiate Part #2: “The Negotiation Tool Kit” What’s in it for you? Understand the tools needed to … Read More

The Corporation as a Negotiating Entity: Getting started

Dave HenshallNegotiation

Part 1 The Corporation as a Negotiating Entity: Getting started The Corporation as a Negotiating Entity: Getting started  – A three part guide for CEO’s, CFO’s and purchasing leaders on developing a corporate level capability to negotiate Part #1: Getting started What’s in it for you? Generate significant bottom line savings and add value by developing a new strategic capability without any … Read More

Negotiation: Managing the “Chumpion” Syndrome

Dave HenshallInfluence, NegotiationLeave a Comment

The “chumpion” is a name give by sales people to the person(s) on the inside of the buyers organization that sales people befriend in order to reach out to his or her peers, dependents and superiors, to secure allies that have the ability to influence, move and marginalize procurement. The “chumpion” therefore, is at the heart of managing “back door … Read More

Defining Negotiation Success

Dave HenshallNegotiationLeave a Comment

Defining Negotiation Success Most companies still focus primarily on financial metrics such as lowest price when defining negotiation success. While financial terms are clearly a key success factor, there are other types of value at stake in negotiations and without a mechanism for giving weight to these other kinds of value, they are likely to be neglected. Best in class … Read More

Closing the Strategic Sourcing, SRM and Negotiation Loop

Dave HenshallNegotiation, SRM, Strategic SourcingLeave a Comment

Closing the Strategic Sourcing, SRM and Negotiation Loop Closing the Strategic Sourcing, SRM and Negotiation Loop: Strategic sourcing, SRM, and negotiation are subjects that you will find no shortage of advice about in books, journals and from consultants. The problem is, there appears to be a lack of literature dealing with these subjects in any integrated form. Searching these terms … Read More